Episode 112: Don’t Waste a Word: Cutting through the Fluff with TowerPoint Capital’s Alex Bruschi

Alex Bruschi is the number one Director of Acquisitions at TowerPoint Capital, a wireless telecommunications infrastructure and real estate investment company that operates throughout North America. Alex is an incredibly thoughtful sales professional whose number one goal is to help others think about their situation differently. He is a big believer in keeping things simple and remaining consistent in every aspect of his career, from prospecting to professional development. Alex speaks to his role at TowerPoint, the power of deep thinking and the importance of having the right mindset in sales.

In this episode, Scott and Alex open up and discuss their shared experience of losing a job and how they dug deep to bounce back even stronger. Specifically, Alex shares what he took away from his conversation with Scott amidst his job search and recalls how Scott’s advice resonated with him. Alex identifies and expounds on his three keys to success. These include following a simple process consistently, being ultra-specific in his actions and selling through questions rather than statements. It is through this detailed, consistent approach that Alex has been able to achieve such stunning results. Alex talks about time management strategies he implements, how he measures his prospecting success and the power of incentives.

Alex continues by taking the audience through a typical day in the life. He wakes up consistently around six in the morning, drinks a large glass of water, gets his work out in and eats a healthy and hearty breakfast – this one’s key! From there, Alex begins his prospecting via ‘dial blitzes’ where he tries to cram in as many calls as possible. He stresses the importance of always having multiple deals in the pipeline. After that, Alex spends his afternoons focusing on more targeted calls where he can really drill down on those important follow-up conversations. He wraps up his day by preparing for the day ahead, eating a nice dinner with his wife and unwinding with a walk or a television show. Finally, Alex charges the audience with two actionable challenges. First, he suggests they go back to listen to DeJuan Brown’s interview on the Sales Success Stories podcast in order to take in DeJuan’s sales prowess. Second, he challenges listeners to reach out to somebody on LinkedIn who they’ve been following and emulating and try to get fifteen minutes on their calendar.

What We Covered:

00:01 – Scott thanks the sponsors of today’s episode, Proposify, Outreach and Terryberry
00:38 – Scott welcomes today’s guest, Alex Bruschi
01:15 – The top three attributes that Alex attributes to his success
01:28 – Number 1: Following a simple process consistently
02:11 – Number 2: Being ultra-specific
03:39 – Number 3: The idea that questions sell better than statements
04:15 – Alex expounds on his role at TowerPoint and provides a specific example of how he uses questions to sell
07:10 – Alex talks about his sales origin story and what led him to TowerPoint
11:09 – Alex and Scott share their personal stories of losing their jobs and how those moments led to bigger and better things
16:46 – Alex recalls how long it took him to get comfortable and achieve success at TowerPoint
19:12 – How the Sales Success Stories podcast has resonated so profoundly with Alex
21:15 – Scott takes a moment to thank one of today’s sponsors, Proposify
21:47 – Alex talks about time management strategies he implements
26:53 – Alex shares a specific story of how he and his organization have utilized strategic plans and talks about the law of averages in sales
29:36 – Alex shares his ‘simple process’ that he follows consistently when prospecting
31:38 – Scott takes a moment to thank another one of today’s sponsors, Outreach
32:17 – How Alex measures his prospecting success
37:16 – The power of incentives
38:19 – Alex quantifies his sales results
40:50 – What Alex would do differently if given the chance
42:18 – Alex speaks to how critical it is to have the right mindset in sales
44:19 – Scott and Alex discuss the concept of sales karma
45:44 – Scott takes a moment to thank the final sponsor of today’s episode, Terryberry
46:21 – Scott and Alex continue to talk about sales karma
47:37 – Alex opens up about obstacles and challenges he’s had to overcome throughout his career
49:08 – What motivates and drives Alex
52:04 – Alex discusses the concept of fulfillment mindset
58:28 – Alex takes the audience through a typical day in the life
1:04:32 – The books, news, podcasts and trade information that Alex consumes
1:08:59 – Scott and Alex dive deep into the importance of thinking
1:16:36 – Alex’s sales style
1:18:14 – One of Alex’s beliefs that the average sales professional would think is crazy
1:20:53 – An average sales professional’s belief that Alex thinks is crazy
1:22:37 – Advice Alex would give to an upstart sales professional
1:24:15 – Alex explains the difference between going vertical and going horizontal on LinkedIn
1:26:09 – Scott and Alex talk further about what it means to go deeper
1:33:24 – Scott takes a quick moment to promote the Sales Success Summit
1:37:44 – Advice Alex would give to struggling SDRs
1:39:35 – Alex speaks to what he would love to learn about sellers that isn’t already being covered on the Sales Success Stories podcast
1:41:05 – Alex shares the number one obstacle he had to overcome this past year and the importance of ‘planning to fail’
1:47:17 – Alex’s actionable challenge to the audience

Tweetables:

“Nothing gets someone to think more internally than a question.” (03:57)

“It’s so fascinating that, in a field like sales, just a small shift in your mindset – just a different conceptual way of looking at your role, your job, your circumstances – can literally take you from the bottom to the top of the leaderboard.” (16:21)

“Make sure you’re spending your time with people who are actually willing to change, have a need for change and you can actually envision making the change.” (23:04)

“When your focus is on the output – when your focus is just on what can you control, and focusing on that and only that – the success comes eventually.” (30:08)

“I really can’t stress enough how much better your life can be in sales and how much worse your life can be in sales depending on what you mindset and your outlook is on it.” (41:15)

“Who doesn’t like to help people? Who doesn’t like to, especially these days, help people solve their problems? I think there’s that intrinsic desire to help one another.” (49:57)

“I don’t think there’s anything wrong with being a thinker. Just really think and absorb, not just this tip or this trick that you’re learning, but thinking about how does it truly integrate into your current process that you’ve already made your own.” (1:06:05)

“Let’s say it takes you months to get one conversation on the calendar. Let me assure you right now, the time you spent will have been worth it and the conversation will be worth it.” (1:33:00)

Sponsors Mentioned:

Proposify
Outreach
Terryberry

Tools Mentioned:

Books Mentioned:

Think & Grow Rich
Deep Work

Podcasts Mentioned:

Sales Success Stories
30 Minutes to President’s Club
Make It Happen Mondays with John Barrows